HomeResearch Articles Enabling Better Pipeline/Forecasting Accuracy

Enabling Better Pipeline/Forecasting Accuracy

  • B-to-b reps continue to struggle with the accuracy of their forecasts and pipelines, and simply pounding on them won’t help
  • Forecasts should be driven by verifiable buyer outcomes rather than artificial sales cycle stages
  • First-line managers are critical to any pipeline/forecasting improvement initiative; if they can’t coach and teach reps, who will?
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